NXT-Alliance launches Sales Transformation services

How to stay on top of the curve and improve sales performance? NXT-Alliance launches a new service offering.

Businesses perform in cycles, a phase of revenue growth is followed by a phase of decline. A key driver of business growth is sales. Even if the product or the service is the best on the planet, if you don’t know how to sell it, there won’t be cash in the bank.

Many companies that we look into claim they have a successful sales organization with good people solid process and systems. Well, there is opportunity for improvement  by looking at companies that are renowned for their sales execution. Take a Xerox or IT research and consulting firm Gartner.

In 1997 the Gartner sales approach is described in detail in the magazine Selling Power. Gartner sells information and consulting services to CIOs, CEOs and investment bankers. For over 25 years the firm has been very successful. Their sales force has grown from 1 to more than 1000. How?

First, the business model or models. Selling advice and information was not sold as an instance or project but as a subscription. The information products are subscription based, client specific advice is delivered partly through subscription programs and partly through traditional consulting. Gartner conferences and events ‘broadcasts’ new insights and attracts 1000’s of paying attendees every year.

Second, whilst the business model is clever. The subscription still needs to be sold. The Gartner approach attracts sales executives that fit the corporate image, rigorously trains the sales force in selling “value”, creates and maintains a sales culture of overachievers and fun, recognizes spouses, and generously compensates performance.

With Gartner’s recipe for sales success not being unique, the key lies in details and execution. Why would you plan to have only 10% of your top performers on an incentive event? Why not strive to have 100% top performers?

At NXT-Alliance we have over 15 years experience in working with high performance sales organizations. We consult with our clients to analyze their current sales function including strategy, organization, people , process and technology. We offer a range of Sales Performance Optimization
services:

The challenge for sales teams is to capture greater revenue from existing customers, penetrate new and emerging markets, and maintain profit margins in a dynamic economy. Leading organizations address these challenges by transforming the performance of their sales teams.
 

Sales Strategy & Channel Management

Sales Strategy:
A qualitative and quantitative assessment to guide decisions that drive differentiation, address competitive threats and maximize profitability. Analysis of business strategy and sales strategy. Review of current organizational and people capability and requirements to deliver a sales strategy successfully.

Sales Multichannel Management:
Within the sales strategy context analyze and design and implement market-focused initiatives across multiple channels. Conduct market segment analysis including strategic accounts, field sales accounts, inside sales accounts.

Country Sales Initiation and Representation:
For specific organizations initiate their sales operations in the Netherlands provide country representation and consultation of local market strategies including office location, hiring and set up of the local team.

Sales Talent Management

High Performance Sales:
Assessment of the sales culture of the team. Analyze existing performance attributes and infuse top-performer attributes, including time/ behavior, competencies and personality. Review of training plans and new hire profiling.

Compensation Management:
Review of company culture and current compensation and incentive schemes. Design and developed optimized compensation and incentive plans. Develop and coach on reward and recognition activities that reinforce sales performance culture.

Sales Process Design:
Develop an performance oriented sales process architecture that supports the sales strategy including sales activity, leads and referrals, pipeline management, forecasting, transaction processing, sales profitability, risk and compliance management.

Sales Operations Optimization

Sales Operations Optimization:
Unlock the full potential of a sales force by developing an holistic approach to sales performance optimization by including process execution, sales people capability, sales management , sales compensation, cost efficiency of sales operations, measurement and control.

Sales Technology Enablement:
Develop a strategy for sales technology applications improving cost efficiency and quality.

Strategic Client Management:
Unlock the revenue potential of key and strategic clients. Structure and evolve the client relationships from supplier to business partner. Develop a program for strategic client management, select and train sales executives to develop into strategic account managers.